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Sales & Marketing
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WD30078573217 Requisition #
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What will you do
 

This sales role is pivotal to the growth of the SEA business.

The role requires the individual to build new business in the retail and retail property sector meeting quarterly and annual targets of $250,000 and $1,000,000 respectively.

The role is predominately focused on the acquisition of new business opportunities. The jobholder will be required to open up new accounts and then build on existing usage by cross selling and up-selling within these accounts.

The jobholder will also be required to maintain and expand relationships with key contacts within these accounts in order to build trust and grow revenues from these accounts.

There is also a responsibility to support the renewals process in securing and protecting existing revenues and opportunities within current client accounts.

This is a regional role covering  Singapore and Malaysia

As this is a regional role, distance travel may be required as part of the job as part of the this the job holder  will be expected to stay away from home up to 2/3 nights per month.

 
How you will do
 

The key responsibility of this role is to deliver quantifiable financial results through the sale of FootFall products and services.

To do so the job holder will be required to execute on the following:

Account Growth — Proactively and frequently initiate client-facing business development meetings in the Retail and Retail Property industries.  From those meetings identify and close new revenue opportunities to achieve quarterly and annual sales budgets.

Collaboration— Build relationships with internal Tyco sales teams, both domestic and global to uncover sales opportunities.

Territory Planning — Responsible for developing and maintaining a detailed territory plan including  the identification and qualification of key accounts, specific account strategies, activity KPI’s  and competitive analysis.

Account Planning — Responsible for thoroughly understanding the client’s business, objectives, operating needs, business processes and economic drivers. Perform business process and operational reviews, identifies opportunities and proactively develops specific recommendations for client business improvement. Provide clients with accurate and tangible return on investment analysis from implementing the FootFall solution.

Relationship Management — Responsible for developing and managing the FootFall relationship with the client by assuming the role of trusted advisor to the “C” level of Tier One and Tier Two retailers and ensuring all FootFall touch points with the client are performing in an integrated fashion and creating customer loyalty.

Consultative and Strategic —Provide clients with industry-focused thought leadership, consultation and insight to assist them in driving the most value from the FootFall solutions.

Forecasting and Reporting — Responsible for providing accurate forecasting and financial reports to management. Report on sales pipeline development and progress against territory and account plans.

Project Management — Manage internal and client resources to ensure appropriate and profitable solutions are implemented on time and to budget.

Account Management — Manage our relationship with the account on an ongoing basis; to include new sales, additional product, renewals, and customer care.

Competitive Intelligence— Responsible for keeping up to date with and documenting competitor activities and development in the South East Asian market.


What we look for

 

Bachelor’s degree or can substitute with experience from the Retail industry.

 

Exceptional Competencies :

  1. Relationship development     
  2. Independence and personal drive  
  3. Communication – Verbal & Written       
  4. New business development (cold calling and meeting booking)
  5. Questioning to understand customer goals and objectives
  6. 5+years solution selling experience in a B to B environment, ideally in the retail or retail property industries
  7. Experience selling and building relationships at all levels of seniority from day to day management to “C” level contacts
  8. Experience in long term sales processes selling complex solutions to multiple contacts
  9. Proven experience translating client problems and needs into tangible solutions
  10. Internal – Technical, Legal and Sales Partner teams
  11. External – Customers, Third party contractors involved with our customers
 
High Level Competencies:
 
  1. Influencing ability
  2. Strong problem-solving and analytical skills
  3. Account management and development
  4. Sales process management
  5. Territory and account planning
  6. Pricing and proposal writing
  7. Experience of tenders and contracts involving legal and technical collaboration
 
Sufficient Competencies:
 
  1. External – business partners and independent consultants

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